Doug Hutton
EVP Customer Experience at Corporate Visions
Doug Hutton leads all post-sale teams for remarkable delivery of the company’s science-backed revenue growth services. Each year, his Customer Success and Consulting Delivery teams orchestrate Corporate Visions’ customer experience to help 250+ B2B commercial organizations drive outsized revenue growth. He partners with C-level commercial leaders from the company’s largest customers and is a sought-after speaker at sales kickoffs and industry events. Doug has authored numerous research reports, thought leadership papers, and is co-author of The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers.
Doug Hutton's Keynote Presentations
Closing the Confidence Gap
55 percent of CEOs are not confident in their teams’ ability to execute on their growth strategy. Why such a staggering lack of confidence?
Companies typically rely on “best practices” to execute, but these are just guesses based on anecdotes, not scientific proof. To build real confidence, you need to understand the subconscious motivations of your buyers and replace guesswork with research-backed messages, skills, and technology.
In this session, you’ll learn how to align your growth plays, growth levers, and growth teams to how buyers actually make decisions. Only then you can execute your revenue growth strategy with clarity and confidence.
Unifying the Commercial Engine
Revenue growth isn’t delivered by sales alone.
From the first touch of marketing’s demand generation campaign through to value creation by customer success, every commercial function plays a critical role in driving buyer decisions.
But only when the full commercial organization is aligned to how buyers frame value and make choices can each team contribute successfully to that goal.
In this session, you’ll find out how to apply decision science to your commercial conversations, so all your teams have what they need to work together and grow revenue.
The Customer Success Imperative
Never before has customer success been so necessary to revenue growth.
When growth comes predominantly from existing customers, delivering and communicating powerful customer results is a make-or-break motion.
But do you know how your customers define value, at each level of their organization? And are your customer success teams equipped with the right messages to communicate your value persuasively?
Learn how to develop the right messages and skills to confidently win every commercial moment in customer success.
Protect and Grow Your Margins
Deals are becoming increasingly complex. Not only are you trying to convince a double-digit buying committee to approve the purchase—you’re also competing with competitors’ offers that aim to undercut your value.
Whether you’re wading through the mire of late-stage negotiations or trying to persuade your customers to pay more, how well you protect and manage your margins can majorly impact your long-term profitability.
In these tense moments, your ability to create profitable outcomes depends on how deftly your sellers and customer success managers navigate critical buying conversations—moments that have the potential to change the nature of your opportunity and recast the buyer’s perception of your value and influence.
In this session, find out how to develop messages, skills, and processes you need to avoid unnecessary discounts, protect your margins, and win more profitable deals.
The Expansion Sale
Analysts estimate that existing customers now account for 70-80 percent of company revenue and profits. Yet, nearly 60 percent of B2B organizations don’t see any need to differentiate their customer expansion messaging from customer acquisition messaging. They simply use the same approach, regardless of the buyer relationship.
Research reveals that the buying psychology in renewal and expansion conversations is 180 degrees different than in acquisition conversations. And if you don’t tailor your sales and marketing conversations to meet these unique pressures and demands, you’re putting most of your revenue at risk.
Discover new, science-backed messaging strategies to skillfully win commercial conversations with your existing customers.
Doug’s Best-Selling Book
Other Featured Publications
- CEO World Magazine: A CEO’s Guide to Keeping and Growing Revenue With Current Customers
- Customer Think: B2B Buyer Research: 3 Ways to Stand Out from Similar Competitors in Pitches
- Destination CRM: Don’t Think Providing Real-Time Sales Feedback Is Doable? Think Again.
- Crunchbase: The 4 Psychological Secrets You Need to Know to Influence C-Suite Buyers
- Training Magazine: AI’s Role in Sales Enablement: A View from the Trenches
The world’s leading organizations work with Corporate Visions to learn how to articulate value in your customer conversations
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